The reason you don't have enough sales

One of the biggest issues every business face is selling their offers. And it doesn’t matter we’re talking about selling to new clients/customers or getting recurring revenue from them. The thing is that a LOT of people think that it’s because their offer is not that great or it’s a money issue. And in most cases, they couldn’t be further.

The offer is NOT the problem, your approach/message is. But before you submerge yourself into a defensive hedgehog with its spikes, hear me out.

Have you ever heard about the curse of knowledge? This is a cognitive bias that occurs when an individual, who is communicating with other individuals, assumes they have the background knowledge to understand. You feel and think that everything you say about your offer or who you serve or what you do is obvious. But it isn’t.

Hence, the real problem is the message and not the offer or the money. And as it’s JUST the message, it’s easy to tweak and change it.

It’s about the fact that people can’t identify with what you’re selling. When I ask people what they do or what service they offer, 99% of them say something that doesn’t help me understand it. They say something vague and ambiguous.

I give you a few copy-pasted replies I got online when I asked what they sell. By their description I let you be the judge of how well you know what is the exact service they offer and what I can have by purchasing their thingy.

Example number 1: “I help women feel radiant & alive boosting their confidence & self-esteem while eliminating anxiety.“

Do they sell a coaching programme? Or is it a hypnotherapy session? Perhaps they’re a counsellor? Or a personal trainer?

No. They’re network marketers and they sell face creams… For real. I would be really disappointed by this misleading description if let’s say I suffer from anxiety and looking for solutions to overcome the issue.

Example number 2: “I help clients how to create a consistent schedule so they stay visible and the right way to follow up with leads.“

Are they a VA? Or perhaps a lead generation strategist? Or a coach that helps you create a schedule? Or a consultant?

No. They’re a copywriter. They write social media posts, but they don’t post/schedule it for you. They don’t teach you how to follow up, it’s up to you to post and by posting you’re doing the follow up. Would you guess what they actually do by what they say they do? I guess not.

Example number 3: “I aspire to inspire with yoga and holistic therapies“

OK, you understand what yoga is. But how is this inspiring me? What do they mean by that? What do they mean by holistic therapies? Because there are so many different explanations about holistic therapies that I don’t know what they sell now… Is this a one off session or a combined programme with both principles?

Sorry, I don’t know what this person actually sells as she did not get back to me.

Example number 4: “I am an author try to reach people to purchase my book. It is a very inspirational book to help you get through any problem that you may have right now.“

Cool, we know immediately that this person is an author and wrote an inspirational book. We don’t know about what exactly though… But who cares when they promise that by reading that book I can get through any problem that I may have right now. Obviously, my scepticism didn’t kick in at all…

Would you buy a book like this? I know I wouldn’t.

Example number 5: “Ignite confident self-expression in video to your audience“

Let’s see what they sell… Is this for a coach who has 1:1 or group coaching programmes? Is it a book? A course? Or is it meditation? Hypnotherapy? Is it an actual filming session?

It could be anything. The seller of this offer is a model and even if you read their website thoroughly, you won’t find what they sell exactly.

And I could copy-paste thousands of examples but I think you’ve got the gist. I want to emphasise again that I asked what they sell and not what they do. And it looks like people rather say what they do to avoid communicating what they sell. My guess is because it doesn’t sound good or they don’t know how to deliver their message in a way that doesn’t turn them into commodities.

And for sure, there are those ‘experts’ who tell you to create your “I help…” statement and people will reach out to you just because of that intriguing sentence. And now combine the curse of knowledge cognitive bias with this templated “I help…” statement and you get the perfectly confusing mismatched message that nobody understands.

Did you start to see the real problem?

The real problem is that most business owners are not clear. They don’t tell you what they sell, just give you a big vague blurb. And even if they tell you what they sell, their content and messaging sound like every other person who sells something similar.

The scariest thing is that it doesn’t even need to be similar, just read back the ‘anxiety eliminating face cream’…

And if there’s no differentiation and clarity, how on Earth would their prospective client understand what they can have if they hit the ‘buy now’ button. If you look at it from the buyer’s perspective, it takes a sh*t-ton of work to figure out what they actually sell, how people can buy it, what happens when they purchase, when they will see some results, etc.

And if it takes effort from the buyer, they won’t do it. They go somewhere else where they’re being served and get what they want without they need to put the work in to figure out if the seller is actually selling the stuff they need.

So it’s not a money problem. It’s an issue that their offer needs to be crystal clear and unique. They need to communicate their uniqueness and offer clearly. Money is often not the motivating factor for people to purchase. It is if the offer is not unique or differentiated. If you want to sell your offer to as many people as you can comfortably, you need to be able to separate yourself from the chaff.

And the good news is that this is what my Outstanding Gameplan is about. It’s a 2,5 hours online session that helps service-based businesses with a max of 3 decision-makers to strengthen their uniqueness and leverage buyer psychology to increase their profit. Basically, making them incomparable.

And if you’re up for upping your game, keep reading because I tell you how we’ll do it.

How will we do this?

First, we’ll look at your business, industry and your offer to understand why people buy from you and leverage buyer psychology to sign more clients. (I wrote a dissertation on the topic.) And we’ll find the unique essence of your offer that’ll put you above all similar offers to attract and impress your (prospective) clients.

And after that, we’ll do the math and your pricing to make sure your business can reach a very nice and comfortable high-profit margin revenue (a.k.a. your ambitious income goal), without working every hour under the sun. Yes, this means we’ll brainstorm ways to increase the value of your offer or reduce the time of delivery.

And if you’re a good fit and want to go further after the Outstanding Gameplan, you might grab one of the Profit Zone offers to progress further, which include the below steps and more.

We’ll find the best ways to grow your audience by checking on your existing results, resources & your personality. You can expect to work on your email marketing, social media & community-building activities.

We’ll put together a simple system & process that’ll help you increase your sales conversion & referral rate.

We’ll pinpoint your crystal clear & concise message & craft a few viral & engagement posts. You’ll write different posts following my proven method by leveraging buyer psychology to get the leads coming in. Then I review & critique your content.

We’ll optimise your sales process to increase your conversion rate, so you can enjoy better results with less work.

Together, we’ll create the simplest marketing plan on Earth for your business. And help you repurpose your content to be able to set and forget most of it.

By this point, your offer, your messaging, content & sales process basically lets people close themselves with very little effort on your side.

One of the versions of my Profit Zone method I used to help a client to go from making £9M in a year to over £20M in just 9 months. This method also helped me save 6 figures in a client’s marketing budget whilst increasing their business growth by 270%.

End result? You’ll be able to simplify your marketing, fine-tuning your marketing message and methodology so these won’t hold you back from rapid growth and peace in your business anymore.

No more working way too hard talking to the wrong people and presenting your offers in the wrong way.

Pretty simple, right? And very effective.

But this is not for everyone, so who's a good fit to work with me?

they want better quality leads and more clients but they don’t want the “busy work”, they want to focus on money-generating tasks and they need a clear method they can follow

their content doesn’t generate buzz and/or leads because it lacks the clarity and powerful, unambiguous positioning and messaging required to generate those leads

they already know their material is great but for some reason, they’re stuck under the frustrating income ceiling that they want to smash through now

they don’t want to change niche or your offer (tweaking is fine) because it works but they need to up their game

they’re confident in their ability to convert all their new leads into clients

Are you ready to scale your business to the next level?

How it works

Step 1

starts with the Outstanding Gameplan

The purpose of the session is to recognise the uniqueness of your business, so you can stand out of the sea of sameness. And once you become outstanding, we’ll find a way to increase your profit without working more.

All this in a 2,5 hours online session.

Step 2

let the ball roll with Profit Zone

The Outstanding Gameplan uncovers the unique essence of your offer that’ll put you above all similar offers. After that, with the Profit Zone, I’ll show you the simplified processes, crystal clear, concise messaging, content and the easiest marketing plan you need to sell NOW… If you don’t have the time to wait 3-6+ months to start making money.

All this in 1 or 3 days.

What people are saying

Who am I?

I’m Viki Thorbjorn, an ex-athlete turned award-winning marketer. I’ve helped clients to go from making £9M in a year to over £20M in just 9 months. Or to save 6 figures in a client’s marketing budget whilst increasing their business growth by 270%. And just in 2021 alone I helped thousands of people with their business and gained hundreds of customers – will you be the next?

And I designed the Outstanding Gameplan to reveal the very unique, authentic essence of your business, letting you tackle the goals you care about, no matter how complex or ambitious they might seem.

The reason you don’t have enough sales – it’s NOT about money